Thoughts, suggestions, and advice on success for managers, sales professionals and entrepreneurs.

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Saturday, February 9, 2013

Work Like a Spy

From responding to crises to achieving organization excellence,
perhaps corporate America has something to learn from spies.

“The truth is, spies rely on psychology far more than they do on
technology. Instead of gizmos or gadgets, CIA officers use behavioral
techniques to elicit secrets from people and organizations — techniques that
are broadly applicable enough to be used in even the least cloak-and-dagger of
settings.”

That quote is from former undercover
CIA officer J.C. Carleson (9 years conducting clandestine operations). In her
new book “Work Like a Spy: Business Tips From a
Former CIA Officer” (a clever
twist on the career self-help genre), she
indicates that her CIA skills -- an increased understanding
of human nature, new techniques for eliciting informa­tion, and improved
awareness of potential security problems – give her a powerful edge in
business.

Applicants
in job interviews can subtly glean helpful information using the clandestine
tactic of “strategic education.” At the beginning of the meeting, Carleson
writes, ask the interviewer what they’re prouc of in themselves. The answer
will tell you “what [qualities] they want to hear” in you. page 27

Don’t be
afraid to take a lesson from the CIA’s dark side: Use “offensive recruiting,”
identify which of your competitorsd ahs “ther deepest bench of talent” and “cherry-pick
the best employees.” page 88

As a
manager, “make room for lone wolves” in your organization.”Some people thrive
on team participation. Other people just want to do their job well and to be
left alone to do what they were hired for.” page 97

Never negotiate. “Put together an offer that is so
attractive that demurralwould be
foolish,” Carleson writess. “And avoid the back-and-forth antics and posturing
associated with formal negotiations by beginning and ending with the only offer
you plan to make.” page 156

According to Carleson,"The methods developed by the CIA are all about getting
what you want from other peo­ple ... in a business context, these techniques
apply to seeking a new job, a promotion, a big sale, an advantageous regulatory
ruling, and countless other situations."

To
quote Sun Tzu, “It is only the enlightened
ruler and the wise general who will use the highest intelligence of the army
for the purposes of spying, and thereby they achieve great results.”Do you agree with Carleson's idead that business would do well to study the techniques of the covert community?